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The importance of marketing and managing organizational information technology (IT) systems is discussed. The strategies that can be used by marketers for marketing IT are presented.

Adding A Server To Complement Your Mainframe? Doing A Full-blown Migration? Choosing The Right Path Will Underscore The Bottom Line DOWNSIZING IS A PPETTY IMPRECISE TERM. To some organizations, it's […]

With An Aggressive New Program, HP Has Redefined The Buzzword Of The '90s AS THE EXCESSIVE 80S GAVE WAY to the frugal '90s, downsizing quickly earned buzzword status and soon […]

Today you can pick up almost any data processing publication or pay a visit to your local electronics retailer and immediately become inundated with the technical wizardry of gadgets too [...]

SOFTWARE'S BIG 50 Revenues earned in 1989 by the nation's top 50 independent software vendors soared by 46% over the previous year, according to the first annual DATAMATION report on […]

Companies engaged in the distribution and design of information systems should develop a customer support plan that will enable them to meet all the requirements of their clients and improve competitiveness. This plan should be based on a technology foundation that takes into account the different technical parameters involved in information system management.

Plano, Texas - The current IT outsourcing boom will continue to fuel double-digit growth at EDS, said Dick Brown, chairman and CEO of the $21.5 billion systems integration giant. EDS […]

There's no better way to find out where the industry is heading than to ask the people responsible for setting its course. In this, our State of the Market (SOM) […]

Don't be fooled by all the tech layoffs in the news. There's still a dire shortage of IT workers, especially those who specialize in e-commerce, Web development, and database administration, […]

A World Information Technology and Services Alliance study in cooperation with IDC found that worldwide spending on information and communication technology (ICT) totaled more than $2.1 trillion in 1999; the […]

Heroes.com's title suggests something profound and imaginative, a kind of Netrepreneurs guide to the champions of e-commerce. offering useful insights into characteristics of style and execution that can result in […]

BANGALORE, INDIA - India's IT industry faces a looming bandwidth shortage that could result in lost software sales of $22 billion or more if not addressed over the next five […]

CISCO PRESIDENT and Chief Executive Officer John Chambers applauded Asian countries' grasp of the importance of the Internet in an address to the World Congress on Information Technology held in […]

IT companies hope to fill some of the estimated 30,000 IT job openings in the greater Washington area by recruiting form outside the region. After a pilot program called 'Capital […]

Instead of working at their computers, hundreds of technology workers at the Memphis headquarters of Federal Express Corp. will spend Tuesday trying to make technology look exciting to students as […]

Inmagic, Inc., a developer of library automation and information management software for special librarians, has announced the acquisition of BiblioTech PRO, the integrated library system (ILS) and flagship product of […]

The executive who until August 9 was chief technology officer of USWeb/CKS has launched a new business aimed at becoming a one-stop shop for the IT needs of small businesses. […]

A strategic alliance has been formed between InforMedix Holdings Inc. and McKesson BioServices. The companies will jointly provide a turnkey patient-compliance and medication-dispensing solution for use in clinical trials. McKesson [...]

Quotron Systems of Los Angeles, the largest vendor of stock quotes, used to be a popular growth stock. But word got out that Merrill Lynch & Co, New York, the [...]

Historically, big ticket industrial marketing practice has been to emphasize measurable product characteristics and features when communicating with prospective buyers. This article questions the wisdom of that practice. First of all, there is very little if any research that supports it. Secondly, it strongly conflicts with well researched and accepted consumer marketing practices that imply that buying decisions are often primarily based on psychological factors. Are we to believe that an executive makes business buying decisions based on quantifiable product characteristics and yet makes personal buying decisions based on intangibles? In an effort to expand the available research on this question, this article examines the types of information senior Management Information Systems (MIS) executives employ in the mainframe computer product decision process. Specifically, the criteria these executives use in selecting an operating system for their large scale mainframe computers is examined. The results suggest that after base performance criteria have been met, big ticket industrial buying decisions are largely based on psychological factors. Therefore, successful industrial marketing should include a greater emphasis on the psychological aspects of the buying decision. (Reprinted by permission of the publisher.)

The Selling of IS For some, they are just techies: amateurs playing business games, but devoid of business sense--a passing fad. For others, they personify a trend in which centers […]

Electronic Online Systems (EOS) International, a member of the Dawson Holdings PLC group of information services companies, has announced the release of the Q Series, its new next-generation, integrated modular […]

The first sign was the Oracle Corp. salesman's evasive answers to technical questions. Next came multiple daily telephone calls and unannounced visits to her office, said Maribeth Anderson, manager of […]

For all of its clout and mystique, Microsoft Corp. is somewhat of a rookie when it comes to making many corporate IS departments hum. In the noisy, harried world of […]

Digital's POLYCENTER Solution Paints a Better Alternative for Systems Management The truth of the matter is this: your IS manager has only two hands. Of course, for your mainframe environment, […]

MIS now has chance to sort through options Now that Microsoft Corp. has finally unveiled its next-generation Windows NT operating system, corporate MIS can gather enough information to decide whether […]

OKLAHOMA CITY -- The Federal Aviation Administration's Mike Monroney Aeronautical Center wants your ADP business and may call you to get it. That's the message from Leo T. Epperson and […]

BRUSSELS -- Two U.S. computer manufacturers have developed sophisticated internal automation systems allowing them to capture and manipulate business travel data from a variety of sources, travel managers for the […]

The grand old man of bookselling, W.H. Smith, is 100 years old. These days, however, books are only a small part of a vast empire covering Our Price, Paperchase and […]

Progressive Toward SAA Promise The 'how' of data management is becoming at least as much a function of process--the way work gets done in an organization--as it is of database […]

MIS of the UK is marketing steel-toed reusable safety overshoes made in North America. [ILLUSTRATION OMITTED] The chromium steel toe caps will withstand energy impacts in excess of 100 joules. [...]

The e-envoy visited the North East last week to push the region's low internet use. James Rogers reports Tap-dancing pensioners and a photo shoot with former England football star Peter […]

ATLANTA -- Network administrators need to work smarter--not just harder--at managing bandwidth, speakers said last week at the Networld+Interop and Comdex trade show. 'In the late 1990s, folks threw bandwidth […]

The Illinois State Fair this month added technology to its annual celebration of the state's bounty. Alongside the usual attractions--such as a 500-pound cow sculpted out of unsalted butter--rose Tech […]

According to Forrester, the global average technology budgets for this year are $29m (£20m), compared to $41m (£29m) in 2001. Forrester predicts technological investment will fall from 3.5% of revenue […]